Dealer Profits Are Out of Control! How Is This Possible With No Inventory?

February 3, 2022
Which Brand’s Prices Have Increased The Most & Least in 2021?

As you meander through the empty lot at the dealership, don’t you dare feel sorry for them. Vehicle inventory is still at all-time lows, and we all know why (it’s the chip shortage!). But dealerships are in the business of making money, and the pandemic and associated bottlenecks have forced dealers to get creative with how they generate revenue. New data from J.D. Power shows that dealers have gotten TOO GOOD at making money at the expense of the consumer.

In January 2022, total profit per vehicle is up to $5,138. That’s five grand in pure profits for every customer that signs on the dotted line. In January of 2021, dealer profit per vehicle sold (PVR) was more reasonable at $2,169 per sale. That’s an unprecedented 137% jump year-over-year

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This is the fourth straight month with average PVR over $5,000. J.D. Power estimates the increase in profits per vehicle sold was enough to offset losses from reduced inventory. The analysts also predict that dealerships’ aggregated new-vehicle sales profit will rise to $4.3 billion, up 117% from 2021

Why Are Dealer Profits Up 137%?

2022 Chevrolet Silverado

Where do we start? Dealer markups masked as ‘market adjustments’ are at record-highs, and will continue to be as long as consumers are willing to pay the prices. Incentives are on the way out. Gone are the days of big incentives slashing thousands of dollars off the MSRP.

Unfortunately, consumers carry some of the blame. Data shows that car buyers are financing vehicles for longer and longer terms. The average car loan is now for a whopping 67 months. That’s over five dozen months of paying interest. With the average monthly payment for a new car now at $636 (!!!!!) per month, this isn’t looking good for consumer finances.

If you finance your purchase through a dealership, they will make money on the loan. Car dealerships offer something to lending institutions that you and I can’t: volume. Generally speaking, car dealerships get access to loans at rates that individual consumers can’t. Dealers then mark up these loans and resell them to customers. In the end, the consumer pays more interest and the dealer smiles all the way to the bank. 

Keep in mind that you don’t have to get your car financed through a dealership. The next time you buy a car, you should consider getting a pre-approval on a loan from another lender, in addition to seeing what the dealer is able to quote you.

Next time you meander through a sparse dealer lot or step into the F&I office at the dealership, don’t feel obligated to shell out extra cash to line their pockets. Their bank accounts are doing just fine.

What If I Really Need to Buy Now?

That’s why we’re here. YAA is your team of consumer advocates. Our goal is to provide the consumer with the negotiating know-how to take control of the car buying process. We have experienced auto sales experts on the team, and a welcoming community of thousands of members. Check out joinyaa.com to learn more. Now is not the time to go it alone at the dealership!

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2 Comments

  1. FAITH DEAN

    Hello Yaa I wanted to Lease a 2021 cx5 Mazda I negotiated over my phone with Sales Manager thru text. I had to take in a $500 to the dealership to hold the vehicle for me when it arrived. The $500check would not be cashed at all, it would be returned to me..I told the Manager I wanted to Lease with Zero money down. When vehicle came in my credit was pulled. I’m at the dealership the Manager hands me the contact, it read like this. Cx-5 was actual a Grand Touring Model, I originally asked for just a Touring Model, not a Grand Touring the vehicle was priced at much more money, $34,355 my money factor was .00057. Service Contract was priced at $995.00 Capped Fees was $650.00, License Registration was $431.09, then another fee of Upfront fees was $209.50….My Lease pymt was $300.30….Even tho my payment every month was $300.30, I was astounded at all of the other fees attached to the Leasr Contract…When I started to question the Sales Manager about all these ridiculous fees, he began to get upset with me…He told me that if I didn’t want to pay for oil changes, tire rotations, or any flat tire repairs on the vehicle while leasing it, then I am going to need the $995.00 Service Contract to remain on the Contract….Then I ask well can he remove the $650.00 Capped fee charge, and the $ 209.50 upfront fee charge…Neither of these fees were taxes , or License and Registration fees…So I asked can they be removed…The Sales Manager told me …No he can’t removed anything off the contract…So I didn’t Lease the Mazda CX- 5 I walked out of the dealership…YAA, can you please tell me if I did the best thing by walking out and not taking the Deal???

    Reply
    • Justin Fischer

      Hi Faith! Thanks for your sharing your interesting experience. In order for our YAA experts to help you out, please head on over to the forum here at joinyaa.com/community. That’s where our consumer advocates help car buyers with situations like yours. Membership gets you access to all of the consumer-focused services YAA has to offer. Many buyers save THOUSANDS with YAA’s help. Thanks and good luck!

      Reply

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